• As a Territory Manager you will have an opportunity to be a key strategic contributor selling to independent restaurants in person. • You will gain invaluable experience and have the chance to showcase your acquired knowledge. • You will take ownership of revenue generation, turn qualified leads into opportunities, and manage your pipeline. • You will work to qualify and establish a book of business from partner and inbound leads while also developing an outbound and referral strategy to close new sales opportunities. • You will constantly be collaborating with your peers and manager to become proficient in our Value Selling sales methodology that allows you to create awareness with your prospects, demonstrating that you are a thought leader in the restaurant technology space, so you can help restaurateurs improve their business by using the ChowNow platform.

• Lead, coach, and develop a team of SMB Territory Managers in a high-velocity sales environment • Drive consistent performance against weekly, monthly, and quarterly revenue target • Travel to Territory Managers at least 2 times a month to drive productivity through in-person coaching and co-selling • Run effective 1:1s, pipeline reviews, forecast calls, and live call coaching • Maintain accurate forecasting within ±15% variance through disciplined pipeline management • Partner closely with Sales Enablement to identify skill gaps and deliver targeted training • Collaborate with Revenue Operations on process optimization, tooling, and reporting • Hire, onboard, and ramp top-performing sales talent • Ensure strong Salesforce hygiene and data integrity to maximize conversion and productivity • Build and sustain a high-performance, high-accountability team culture • Dive in personally as a player/coach to help support your team and close deals individually

• Establishing and maintaining relationships with industry influencers and key strategic partners such as distributors, retailers, and foodservice operators, to drive sales. • Act as a liaison between the sales department and other departments such as marketing, production, and finance, to ensure that sales activities are aligned with overall company goals. • Prepare regular sales reports showing volume, potential sales and areas of proposed growth: This would involve analyzing sales data and preparing reports to provide insights into sales performance and identify areas for growth. • Plan annual sales budget for the sales team that aligns with overall company goals and objectives. • Develop and implement new product launch programs working closely with the product development team. • Prepare regular presentations to customers highlighting new/innovative concepts. • Keep up to date with current industry trends and maintaining awareness of new products and ideas. • Attend industry trade shows several times annually.

• This role exists to win new cities, starting immediately, with you carrying deals and to build the outside sales organization that scales it: hire and ramp hunters, open new states, and create a system a new hire can execute without anyone else in the room. • You’ll recruit, hire, and ramp your own reps and carry deals yourself while you do it. • If your success story starts with “marketing handed us leads,” this isn’t your job. • You’ll close the biggest deals yourself, step into your team’s late-stage deals, and report the truth good or bad to leadership every week. • A hired, ramped team running the qualification and outbound system with a repeatable onboarding path behind them • Active pipeline in at least three new states • Pipeline, stages, and forecast in HubSpot that You, the CEO, CFO, and board take at face value - no haircuts, no surprises. • First closed-won in each new state and a documented playbook for the state after that. • New-logo results that clearly outpace what founder-led sales delivered • Qualification, demo standards, and cadence discipline a new hire can run after 90 days without anyone else in the room.